Sales Management

Question 1

Sales Funnel

Answer 1

1. (Fat) Awareness - are they aware of us?
2. Consideration - do they find our brand, products, services, experiences appealing?
3. Findable - can deliberately or through search find us?
4. Informative - do they get information they need? (Providing info/resources so they can do hw instead of coming to us)
5. Ease of use - can they easily buy from us?

Question 2

Ladder of loyalty

Answer 2

1. Suspect - no relationship with brand, no reason to to suggest they would or would not buy from you
2. Prospect - shown some indication of interest such as a visit. Free subscription or enquiry
3. Customer - purchased from you and so has a basic relationship with ur business
4. Client - has developed a deeper relationship with you through repeat purchases, not necessarily a fan
5. Advocate- Showing signs of recommending you and is highly unlikely to stop shopping unless something drastic happens

Question 3

Customer journey map

Answer 3

Awareness, consideration, decision, service, advocacy

Question 4

Three kinds of yes: Counterfeit

Answer 4

Party says yes as the easiest escape route, ending convo to cancel later

Question 5

Three kinds of yes: confirmation

Answer 5

Generally straightforward but other party is providing reflexive response to straightforward question

Question 6

Three kinds of yes: commitment

Answer 6

Most impactful bc it leads to definite outcome, like signing contract

Question 7

Proposal writing

Answer 7

1. Objectives (use their own words, mirroring) already primed to consider
2. Corporate overview (history, management structure, mission statement, location and legal organization, core values and goals)
3. team expertise
4. experience/previous work (someone big?)
5. Method/approach (mirroring )
6. Pricing (sophistication > end #) (why does it cost that?)
7. Deliverables (end products, set expectations) (fall back on these as proof)
8. Timelines (these are a plus)